Government Sales Manager

The approximate base compensation range is posted, but the actual offer will reflect our total compensation and benefits package. The offer will be determined by a number of factors including the selected candidate's experience, knowledge, skills, abilities, as well as internal equity among our team.

Purpose:

The purpose of the Governmental Sales Manager is to lead and execute a strategic business plan within the assigned Area of Responsibility (AOR), focused on driving sales growth and market share for Agricultural, Turf, and Compact Construction Equipment to government and municipal customers. This role is responsible for developing and maintaining strong relationships with local, state, and federal government entities, school districts, and other public sector organizations to identify opportunities, respond to bids, and provide tailored equipment solutions.

The Governmental Sales Manager will work cross-functionally with internal departments—including parts, service, and precision farming, to ensure seamless execution of contracts and delivery of customer-focused solutions. By understanding procurement processes, funding cycles, and compliance requirements, the Governmental Sales Manager ensures dealership success in the public sector market segment and contributes directly to achieving sales, revenue, and profitability targets outlined in the dealership's annual business plan. Consistently exhibits Midwest Machinery Company's core purpose and values.   

Responsibilities:

Sales Execution (60%):

• Identify, pursue, and secure sales opportunities with federal, state, municipal, and other public sector entities.
• Manage and grow a portfolio of government clients by delivering tailored solutions in ag and turf equipment.
• Respond to bids, RFPs, RFQs, and purchasing contracts in compliance with government regulations.
• Achieve annual governmental sales growth targets with an emphasis on measurable year-over-year increases.
• Maintain deep knowledge of government funding cycles, procurement vehicles (e.g., cooperative purchasing), and grant opportunities.
• Attend industry events, trade shows, and government-related expos to build brand awareness and develop leads.

Sales Enablement and Support (40%):

• Serve as a resource and mentor to field sales representatives on best practices for governmental sales strategy and execution.
• Conduct regular training sessions and workshops for the sales team on navigating government sales processes, proposal writing, and compliance.
• Collaborate with the marketing team to develop targeted campaigns and materials for the public sector.
• Analyze performance data, track progress toward team goals, and provide actionable insights to improve governmental sales results.
• Foster relationships with internal stakeholders (product teams) to ensure alignment on governmental sales initiatives and capabilities
• Maintains and promotes a safe work environment. Demonstrates understanding of and ability to follow all safety rules and regulations in performing work assignments
• Performs other duties as assigned

Experience, Education, Skills and Knowledge:

Required Qualifications:

• Bachelor's degree in Business, Marketing, Public Administration, or related field (or equivalent experience).
• 5+ years of sales experience, with at least 3 years in governmental or public sector sales, preferably in Ag or Turf Equipment.
• Proven track record of meeting or exceeding sales targets in a government sales environment.
• Strong understanding of public procurement processes and government contracting regulations.
• Excellent communication, negotiation, and presentation skills.
• Proficiency in CRM systems and Microsoft Office Suite.
• Ability to travel up to 50% as needed for client meetings and team support.

Preferred Qualifications:

• Experience with cooperative purchasing agreements (e.g., Sourcewell, MN State Contracts).
• Familiarity with government budgeting and procurement timelines.
• Technical knowledge of agricultural and turf equipment is a strong plus.

Physical, Mental and Other Requirements:

• Valid driver's license with an insurable driving record required
• Must pass a pre-employment background study

 Benefits:

• Paid Time Off including PTO, Holiday Pay, Bereavement Pay, Civic Pay, and Volunteer Time Off
• 401k plan with company match
• Multiple health insurance plan and network options with Health Savings Accounts
• Dental and Vision plans
• Medical and Dependent Care Flexible Spending Plans
• Company paid life insurance with ability to purchase more
• Company paid Short-Term Disability coverage
• Multiple voluntary benefits available including LTD, Accident, Hospital Indemnity, Critical Illness, Whole Life, ID Theft
• Employee Assistance Program
• Paid uniforms or clothing allowance based on position
• Employee Discount Programs

This job description is intended to describe the general nature and level of work being performed; it is not intended to be construed as an exhaustive list of all responsibilities, duties and skills required for the position. Midwest Machinery Co. will reasonably accommodate the known disabilities of qualified disabled individuals.